About Glenn Guilfoyle

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So far Glenn Guilfoyle has created 12 blog entries.

Tailor your sales pipeline for superior prospecting

It costs seven times the blood, sweat, tears and dollars to win a brand new client than it does to maintain an existing client. Heard that one before? A million times, I bet. This old adage has become so oft trotted out that most of us no longer even know where or who started it. Or if there is any empirical supporting evidence. And even if there was, so what? We all also know that sales effort is all about RoI and so the relevant ratio is revenue (or profit) for cost invested – not just cost READ MORE

2016-12-13T03:18:07+11:00By |B2B marketing blog|

Competitively superior in-field targeting

Fish where the big fish are! Go for the 80/20! Don’t mess around with the small end of town – spend your time at the big end of town. All laudable exhortations. As a fledgling Sales Exec decades ago, I heard them all. You probably did too, huh? Calls to arms like this aren’t good enough for sustained competitive advantage in field targeting of the customer base and prospect pool. Calculate the cost of a visit in your sales organisation. Do it properly. Load up the full cost of the Sales Team with direct Sales Management PLUS READ MORE

Regular healthchecks….on the key customer interfaces with Sales and Service

The medicos tell us that it is good fundamental health and wellbeing practice to undertake a regular health assessment. You know the stuff………blood pressure, cholesterol, weight: height ratios, lifestyle questionnaires etc -  a simple and quick way to ensure our all-important health and wellbeing is on track. The same principles apply to B2B sales organisations. The sales process is mostly conducted out in the market and not within the walls of your office, so the process is often not visible, and you may not be able to readily see whether it is working effectively or being implemented READ MORE

Tailoring your sales pipeline for superior prospecting (hunting)

[av_textblock size='' font_color='' color=''] It costs seven times the blood, sweat, tears and dollars to win a brand new client than it does to maintain an existing client. Heard that one before? A million times, I bet. This old adage has become so oft trotted out that most of us no longer even know where or who started it. Or if there is any empirical supporting evidence. And even if there was, so what? We all also know that sales effort is all about RoI and so the relevant ratio is revenue (or profit) for cost invested READ MORE

To market, to market, to buy a fat pig…

The term “market” must be just about the most over bandied term in...ironically...marketing. As Sales and Marketers, we use the term occasionally when we mean market. Accidentally or with educated intent. We also use it on occasion when we mean customer segment. And sometimes when we mean value chain. And sometimes when we should use the term distribution channel. Worst offence of all is when we call groups of products or services “markets”. I was in a Group Exec meeting of a global goliath’s Australian affiliate that supplies to major construction and they spoke about their “accessories” READ MORE

Striking the right balance of sales and service

A good sales professional not only finds new win-win opportunities to sell additional products or services to meet the customer’s evolving needs, but also takes personal accountability as the “go to” point of reference for all issues  relating to ordering and delivery of the customer’s requirements. The balance depends on the nature of your product or service, the buying cycle set by your customers, your organisation’s physical infrastructure (eg the presence of a dedicated customer service team), whether the Sales Exec is expected to hunt for brand new customers as well as account manage, the degree to which “service” READ MORE

2020-06-03T11:04:33+10:00By |B2B marketing blog, Sales|

Maximising CRM investment to drive productivity and return

(Too) Many sales organisations undertake a CRM strategy and associated hefty investment, and then when the software vendors come on site to undertake their (too) often “generic customisation”, the purchasing sales organisation is jolted into a process that forces them to retro-think about the functionality and the process support that can be derived from their investment. This common egg-and-chicken scenario usually results in one or two forms of investment sub-optimisation: Paying for functionality embedded in the system that is unnecessary but the organisation was not well prepared to say they didn’t want it; Conversely, they don’t adequately tailor READ MORE

How do you craft the right face-to-face selling methodology for your organisation?

I am a hapless AFL Richmond supporter. Many weekends I cannot bear to turn to the sports pages to read the obituary. When the Tigers do crack it for a win (even a draw is cause for celebration for Richmond fans), I can’t wait to rip the wrapper off the Sunday paper to digest the commentary and all the stats. In fact, I Iove reading the stats table more than the bloated summaries from the ‘editorial experts’. Do you know the sorts of tables I mean? They detail just about every sort of stat for every player. READ MORE

Master your order – to – delivery & sales processes

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... In the B2B environment where core products and services are becoming more and more commoditised, more often than not, customers make their supplier choices on the process outputs that are most tangible and visible to them. Therefore, as suppliers, we live and die daily by the output performance of these critical and inter-related processes, as perceived by customers. The degree of inter-dependency between these two processes often lies in how well the order-to-delivery (or service fulfilment, for the services organisation) is operating.  If it is streamlined and READ MORE

2020-06-03T11:04:34+10:00By |B2B marketing blog, Sales|

Choose the right sales training for your business

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... Spin Selling. Solution Selling. Conceptual Selling. New Conceptual Selling. Professional Selling Skills. The list goes on and on. The Sales sections of bookstores are loaded with them. Since the mid 1980s, professional selling started to garner enough respect to be studied and written about. The Huthwaite group were possibly the early pioneers, and they studied and captured data to analyse a large number of sales interactions across a wide range of industries and sectors. Their work spawned “Spin Selling”, authored by Neil Rackham. At a similar time, READ MORE

2020-06-03T11:04:34+10:00By |B2B marketing blog, Sales|